As we are quickly heading into the last month of 2018, there are thoughts of New Year’s Resolutions running through the minds of many people. I have often wondered what it is about the beginning of a new year that sparks so many people to turn over a new leafand begin to do the things that they know they should be doing right now! It has been estimated that health club memberships increase by 20% every January. During this month, the gym is typically jam packed with new “fitness zealots.” Unfortunately, the month of February finds the gym attendance plummet back to normal levels.
As salespeople, let’s make a pact to not fall into this pattern of New Years Resolution style goal setting. The marketplace into which we sell is constantly evolving into one that is weeding out those salespeople that maintain the status quo. This marketplace is becoming more and more demanding on sales professionals. Customers have much more access to their options (our competitors) in the marketplace. Therefore, it is incumbent upon all salespeople to set a new goal for their own skill enhancement and growth for the New Year.
Year in and year out we find that it is the salespeople that regularly set their goals that show up on the top of the rankings. Every time we do a seminar, we ask the question, “Who wants to be more successful next year than they were this year?” Naturally, there is never a hand that stays down. Everyone wants to improve, to make more money, to be more successful. The fact is, most people do not define what MORE SUCCESSFUL is. That is the main problem: Most people have Wandering Generality Goals.
A wandering generality goal is one with no specifics to it. “I want to make a lot of money. I want to buy a new car. I want a new house. I want to be rich.” While many of these may seem to be worthy pursuits, they have about as much chance of happening as does World Peace. The danger with wandering generalities is that are not really goals at all. What they are in fact, are dreams!
Wandering generalities are not written down, do not have timelines, and are very rarely accompanied by a plan for their accomplishment. Hoping to accomplish something is not a great strategy. Wanting something really bad doesn’t make it happen!
If you, as a sales professional truly wish to accomplish something, that something needs to be written down and defined as specifically as possible. A Meaningful Specific Goal is one that you have a clear picture of and a specific plan by which to achieve it. For example: I drive a new 2019 Jaguar Sedan which is black with tan interior. I will lease the car by March 25thwith $3,000 down and a monthly payment of $575 for 36 months. I will accomplish this by closing one more sale per week and saving an additional $1000 in commissions per month for the down payment and subsequent lease and insurance payments. I will accomplish these additional weekly sales by making 10 additional prospecting calls per day every day for the entire year. This will result in 4-5 more sales opportunities per week. With my current closing ration at 1 in 4, I will meet this goal and drive this new car very easily.